Marketing SIG: Winning Products: Built for the Channel



  • The Monthly Meeting of the Marketing SIG


    Presentation Overview

    Winning Products: Built for the Channel

    Great products need distribution channels in order to be a great success in the market. Maybe not in the beginning if you're a startup but eventually a channel is required to scale the business. All too often, however, companies consider channels as an afterthought to the product development process. That then leads to disappointing revenue growth and management left wondering what went wrong.

    What is the "channel" and how should startup founders and company product managers factor in the business drivers that are essential to driving sales through and with channel partners? Mr. Ramanathan will share practices of high tech companies that have proven most effective whether at the startup phase or later. He will shed light on channels and the whole product requirements that ought to be defined far upstream of market launch.



    Sridhar Ramanathan, President, Pacifica Group

    Sridhar Ramanathan, Founder and President of Pacifica Group, is a 20-year veteran of technology companies. His firm provides interim executives that act as an extension to the client's management team. Pacifica Group specializes in product marketing, demand generation, and alliance/channel development.

    Prior to Pacifica Group, he was the marketing executive for Hewlett-Packard's IT Outsourcing business, a $1.1B unit. He also held profit & loss responsibility for electronic messaging outsourcing and e-services business units. Sridhar's efforts led to HP being the #1 ERP Outsourcer and to HP's growth in the data warehouse market now a $1B+ revenue stream. Sridhar holds an MBA from the Wharton School of Business, and is Adjunct Professor of Marketing at Golden Gate University. He is also a member of the Chief Marketing Office (CMO) Council.


    Event Logistics


    DLA Piper Rudnick Gray Cary LLP

    2000 University Ave.(University Circle)

    East Palo Alto, CA 94303

    Tel: 650.833.2000

    Note: These are the tall buildings on the corner of University Avenue and Woodland Avenue on the west side of Hwy. 101. They are in the University Circle complex.


    6:30 - 7:00 p.m. Registration / Networking / Refreshments

    7:00 - 7:15 p.m. Announcements and Introductions

    7:15 - 8:30 p.m. Presentation and Discussion

    8:30 - 8:45 p.m. Wrap-up / Networking



    $15 at the door for non-SDForum members

    No charge for SDForum members

    No registration required

    For more information about the Marketing SIG, please visit the Marketing SIG Main Page